The Newest Sandler Books

Industry leaders sharing best-of-best secrets with you.

We’ve always led the industry with innovative training solutions and thought leadership

Some of our trainers and executives have also dedicated themselves to writing highly effective and successful books to help sales, management and customer service professionals reach their fullest potential.

Breaking the Barriers, Beating the Odds

The Unapologetic Saleswoman

Lorraine Ferguson's breakthrough book, The Unapologetic Saleswoman, provides insight and practical how to’s for overcoming some of the most common concerns and self-doubts and erasing the negative connotations of selling.

Create win/win situations

Powerful communication tactics for positive outcomes

In From the Board Room to the Living Room, Training director David Hiatt introduces a how-to communication guide on using sales and negotiation strategies when looking to improve relationships, deepen conversations and achieve more positive outcomes.

TAKE YOUR COMPANY TO THE TOP TIER

The Road to Excellence

In The Road to Excellence: 6 Leadership Strategies to Build a Bulletproof Business, Sandler CEO and President Dave Mattson introduces six powerful leadership strategies that identifies the common blind spots that can take any business off track.

The definitive resource for sales success

Selling in Manufacturing and Logistics

In Selling in Manufacturing and Logistics: The Twelve Key Strategies For Managers And Salespeople, Sandler trainers Mike Jones and Ken Guest introduce alternative processes for salespeople and managers to follow when selling in these industries, where traditional sales methods are ineffective.

Why features and benefits selling doesn't work

Why People Buy

Learn the secret of what really drives sales - and how to give people what they need so they want to buy from you. Why People Buy uncovers what really drives sales. It's an accessible, one-volume summary of proven tools and best practices for successfully completing the Sandler Selling System's all-important Pain Step.

ask the right questions

Asking Questions the Sandler Way

Antonio Garrido's breakthrough book for salespeople, Asking Questions the Sandler Way, shows how to get both buyer and seller to the right solution, faster, more efficiently, and with less stress — by asking the right questions, in the right way, at the right time, for the right reason.

Build a High Performance Culture

Winning From Failing

Josh Seibert's new book, Winning From Failing: Build and Lead a Corporate Learning Culture for High Performance, shows company leaders how to harness the natural adult learning progression. His book shows sales leaders (and others) how to create, support, and sustain a workplace learning culture that measurably improves performance. Launching such a culture always starts with top management's recognition that it is okay, even essential, for people to fail...within clearly defined boundaries.

The definitive resource for effective practice care

Patient Care the Sandler Way

Great medical practices look and sound different than their competition. Sure, profitability contributes to greatness, as does superior medical expertise—but these are not enough. Great medical practices put a high priority on delivering an extraordinary experience—for both their patients and their internal staff.

THE DEFINITIVE RESOURCE FOR EFFECTIVE SALES LEADERSHIP

The Sandler Rules for Sales Leaders

Here's a mystery. We have a common language and a common process for every single department in the organization...except sales. In fact, on most sales teams, salespeople tend to resist any attempt to establish a consistent process for the team as a whole...and managers tend to let them! Why?

Call Center Success The Sandler Way

Even in this age of "do not call" lists and voicemail jail, more and more companies are setting up call centers to close more business. Call Center Success The SandlerWay,by Sandler Trainer Tom Niesen, will help you empower your team and reach your business goals by presenting practical tools and insights to take the guesswork out of operating a call center. Learn how a successful call center can turn your current "shoppers" into buying "customers".

Motivational Management The Sandler Way

People come to work for their reasons, not ours. To get the most from your organization, you need to understand these reasons…and tie them to your company’s mission. Motivational Management The Sandler Way, by Sandler trainer Mike Crandall, focuses on this underlying principle. You will learn about motivating yourself, your team, and your company at optimum levels—by leveraging the inside and outside forces that inspire people to take action.

Change The Sandler Way

You don’t have the luxury of avoiding change, internally and externally. Change is constant. You can, however, learn to recognize leading indicators of transitions and prepare yourself and your team to benefit from the change or mitigate any negative impacts. Change The Sandler Way, by Sandler trainer Hamish Knox, is about facilitating change in yourself, your team, and your company. This powerful book details and demonstrates the four stages of transition and eight common negative consequences that accompany organizational change.

Eight Essential Elements

The Contrarian Salesperson

Based on the field-tested principles of the Sandler Selling System, The Contrarian Salesperson by Sandler trainer Jody Williamson gives sales professionals a compulsively readable primer on the eight essential elements of non-traditional selling. As Carl Contrario puts it: “Contrarian Salespeople are all about doing the opposite of what other salespeople do … because if you act like every other salesperson, you’re going to be treated like every other salesperson!”

managing vs. coaching

Do you know the difference?

A recent study found that few sales managers spend time coaching, and when they do it's generally ineffective, failing to get the desired results. The Coach's Playbook: Breaking the Performance Code by Sandler trainer Bill Bartlett answers the question of 'Why?' and offers a specific, actionable plan based upon the award-winning Sandler Selling System.

From a complex sales cycle to a successful finish

Sandler Enterprise Selling, published by McGraw Hill

Competitively pursuing large, complex accounts with multiple constituencies and decision makers is a huge challenge for sales professionals. This latest Sandler book provides a practical six-stage approach for winning business with profitable enterprise clients, serving them effectively, and expanding the relationship over time.

Succeed The Sandler Way

Success in sales, as in life, depends on understanding where one is, and where one wants to go. In this book, authors and Sandler trainers Karl Scheible and Adam Boyd provide sales professionals, managers, and business owners with insights into what needs to happen for them to get there.

Selling to Homeowners The Sandler Way

Selling to homeowners is different – and challenging. If you or anyone in your company go into the home for any part of the sales process, this book is for you. In this book, authors and Sandler trainers Kim Booker and Chip Doyle outline a comprehensive in-home selling program based on the proven Sandler Selling System.

Customer Service The Sandler Way

For company executives, sales and service professionals, management consultants, and anyone concerned about improving the customer experience. In this book, author and Sandler Customer Care Program Specialist, Anne MacKeigan provides 48 easy to follow rules and ideas to engage your customer service team and deliver happy return customers.

Bootstrap Selling The Sandler Way

In this book, author and Sandler trainer Bill Morrison explains 19 career-changing lessons that can be the difference between being an order-taker or a self-starting, high-performance bootstrapping sales professional.

Selling Technology The Sandler Way

Author and Sandler trainer Rich Chiarello shows salespeople how to identify the most pressing business problem that their tool, application, or platform solves – and how to create a joint project plan that delivers value for both buyer and seller.

Accountability The Sandler Way

For most salespeople, “accountability” is a terrifying word. In this book, author and Sandler trainer Hamish Knox shows how sales managers can create an accountability-driven work culture for their teams and themselves… by investing just 20 minutes a week in the classic Sandler sales and management principles.

Prospect The Sandler Way

In this book, author and Sandler trainer John Rosso shares thirty core principles for mastering stress-free lead development by phone and over the Internet. Includes strategies on 21st century topics like conducting effective online pre-call research and using LinkedIn to generate referrals.

Transforming Leaders The Sandler Way

You can't transform a team or an organization until you've transformed yourself. That's the idea behind author and Sandler trainer Dave Arch's book, which offers a user-friendly, graphically-driven guide to the 52 critical leadership lessons that support great careers and great teams.

Selling Professional Services The Sandler Way

Must-have information for law firm partners and other professional service providers. In this book, authors and Sandler trainers Chuck and Evan Polin teach non-selling professionals how to sell: a critical skill in law firms, where compensation is typically based on generated revenues.